Position OverviewThe Territory Business Manager (TBM) is a customer-facing commercial professional responsible for driving launch readiness, successful product commercialization, and sustaining business growth within assigned territory. As the primary point of contact for the eye care community, the TBM develops trusted partnerships with retina specialists, comprehensive ophthalmologists, optometrists, genetic counselors, academic medical centers, referral networks, and other key healthcare stakeholders to educate on disease state, identify appropriate patients, and support the adoption of innovative therapies.
By leveraging customer insights, market analytics, competitive intelligence, and territory performance data, the TBM identifies opportunities, prioritizes accounts, anticipates barriers to adoption, and implements targeted strategies that accelerate market uptake and optimize territory performance. Working collaboratively with cross-functional partners including Market Access, Marketing, Medical Affairs, Commercial Operations, and other field-based teams, the TBM ensures coordinated execution of launch strategies, customer engagement initiatives, and access solutions that enhance customer experience and support patient access.
Success in this role requires a highly collaborative, agile, and entrepreneurial approach, with the ability to navigate a dynamic launch environment, adapt to evolving market conditions, and execute with excellence. The TBM consistently demonstrates sound business judgement, customer focus, and a commitment to the highest standards of ethics, integrity, and compliance with all company policies, regulatory requirements, and industry guidelines.
The territory for this position will include San Diego, CA and Hawaii.
Key Responsibilities - Translate national brand strategy into a territory business strategy and corresponding tactical plan while meeting activity, access, and sales objectives.
- Drive product adoption through pre-call planning, listening, probing, clinical messaging impact, and supporting complex patient access education.
- Build and maintain proficiency in the disease state, patient journey and product knowledge to deliver compelling clinical and diseases state awareness aligned with approved messaging and compliance standards.
- Build and maintain relationships with KOLs, academic centers, retina specialists, ophthalmologists, optometrists, genetic counselors, and office staff.
- Manage territory budget, expenses, and resource allocation responsibly.
- Exhibit an ownership mindset by emphasizing customer prioritization, thoughtful resource allocation, and an analytical view of opportunities.
- Monitor and adapt based on lead/lag indicators (identified patients, referral pathways, diagnostic odyssey engagement, specialty pharmacy pull-through) and escalate competitive intelligence and field insights to sales leadership.
- Represent Belite Bio at regional and national IRD/retina conferences and advocacy events.
- Ensure full compliance with FDA promotional regulations, PhRMA Code, and company policies; model and enforce a culture of integrity in a rare disease/orphan drug environment.
- Foster a culture of collaboration, innovation, creativity, development, and accountability.
- Operate with a high level of professional integrity, within established guidelines and policies, and in alignment with the Belite Bio's culture and values.
Key Competencies - Strategic thinking and execution excellence
- Demonstrated advanced clinically based selling skills
- Collaborative and adaptable ways of working
- High-level customer partnership and development
- Patient centric mindset
- Strong business acumen and market insight with an ownership mindset
- Cross-functional influence and collaboration
- Adaptability in complex, evolving markets
- Superior market access and fulfillment knowledge
Attributes - Proven success and track record of superior sales performance in complex markets
- Expertise in developing and executing business plans informed by firsthand market knowledge and HCP interactions that align to strategy provided by leadership
- Passion for understanding and championing the needs of customers and accounts, resulting in strong relationships, credibility, and trust
- Effective use of active listening, probing, and other selling skills to enhance communication and build relationships with key customers
- Demonstrates advanced clinically based selling skills
- Excellent written and verbal communication skills, with exceptional presentation skills
- Demonstrated learning agility, as shown by past success when encountering new challenges, roles, and situations
- Positive attitude and experience working in a fast-paced start-up environment
- Commitment to effective collaboration with key company stakeholders, supported by a high degree of emotional intelligence
- Ability to persevere and focus on solutions when encountering obstacles
- Model high ethical standards and enforce strict adherence to regulations and corporate compliance standards
- Excellent written and verbal communication skills, with exceptional presentation skills
Qualifications & Requirements - Bachelor's degree required
- 5+ years of pharmaceutical, biotech, or medical device sales experience
- Ophthalmology, retina, or rare/orphan disease experience strongly preferred; specialty pharmacy experience is a plus.
- Prior product launch experience, ideally in a small or pre-commercial biopharma setting, with comfort operating without extensive infrastructure.
- Strong understanding of the payer/reimbursement landscape including hub services and patient access support models.
- Proven ability to build relationships with academic and community retina specialists, ophthalmologists, optometrists, genetic counselors, and low-vision/ancillary care providers relevant to the IRD patient journey.
- Exceptional communication and cross-functional collaboration skills; high integrity and comfort operating in a compliance-forward culture.
- Willingness and ability to travel 20-60% of the time based on territory footprint and live HCP sales calls daily, including overnights, internal meetings, field time, and conventions.
- Must live in territory.
Salary DisclosurePay Range: $170,000 - $250,000 USD (Salary offered will depend on candidate location, market rate adjustments, skills, and relevant experience).
Belite Bio provides a competitive total compensation package that includes base salary, annual incentive bonuses, equity participation, and a full benefit package (health, dental, vision, 401(k), and paid time off).
